Social Value Orientations and Strategy Choices in Competitive Negotiations  

Oleh:

Smith, Philip L. ; Olekalns, Mara

Jenis: Article from Journal - ilmiah internasional
Dalam koleksi: Personality and Social Psychology Bulletin (http://journals.sagepub.com/home/pspc) vol. 25 no. 6 (1999), page 657-668.
Topik: negotiations; competitive negotiations; social value orientations; strategy choices
Fulltext: 657PSPB256.pdf (120.34KB)

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Perpustakaan Pusat (Semanggi) Nomor Panggil: PP45.7 Non-tandon: 1 (dapat dipinjam: 0) Tandon: tidak ada

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Isi artikel

Social value orientations are known to influence outcome preferences, expectations, and stratefic choices. This research investigated whether dyadic composition, as determined by the social value orientations of negotiators, affects the negotiation process. A log - linear analysis showed that strategy selection is influenced by dyad type : prosocial dyads use restructuring and supportive strategies and focus on process management. Proself dyads focus in priority information exhange and concessionary behaviour while avoiding positional arguing. Mixes dyads emphasize argumentation and show a pattern consistent with distributive bargaining. Sequencing of strategies also varied with dyad type. Responses to restructuring sugestions were different in the three dyad types, and positional - priority sequneces were elicited in proself dyads and suppressed in mixed dyads. The authors conclude that dyads differ in the extent to whihc they emphasize the procedural or distributive components of the negotiating task as well as in their patterns of information search.

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